Our current operating environment demands a shift in the way we engage with and sell to customers. We no longer have the benefit of meeting customers and connecting face to face all the time — options we perhaps took for granted in developing relationships and trust. The way we prepare for, engage in, and follow up on customer dialogues and detailing opportunities must adapt. Medical representatives and Sales professionals must be equipped to break the artificial barrier in a virtual detailing by using heightened detailing skills to engage healthcare professionals and other customers to acclimate them to the environment.
Virtual detailing requires a significant shift in the use of traditional detailing skills to create a more engaging and connected customer experience. People behave differently in a virtual setting. They don’t engage in the same way and are more easily distracted. The artificial and often informal nature of detailing over video creates a divide between traditional detailing methods, which rely on formality and the natural connectedness people feel when sitting face to face.
